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  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 2, 2012
    [Sales] Sales Leadership: Gaining Insight & Accountability
    Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s.  Sales Management Board of Advisors. How Does the Sales Management Round Table Work? Ken@AcumenMgmt.com.
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 10, 2011
    [Sales] 10 of the Best Sales Sites
    As a social marketing associate at InsideView , I like to spend my morning gathering the best sales content to dish out throughout the week. Part of our mission here is to give our fans and other audiences the best sales knowledge they need to get the job done. Your Sales Playbook. The Sales Hunter. Sales Loudmouth.
  • FOLLOW THE LEAD  |  MONDAY, NOVEMBER 1, 2010
    [Sales] Election cycles mimic sales cycles
    Tags: Sales & Marketing GOP House of Representatives President Obama Senate Singapore Tea Party
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 3, 2012
    [Sales] Your 2012 Sales Plan
      Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.  Sales Goals. 3.1.7      Sales Organization. Sales Strategy. Sales Cost Model. Still true?  .
  • SALES CHALLENGER  |  WEDNESDAY, OCTOBER 30, 2013
    [Sales] Gamification: Fad or the Next Big Thing in Sales?
    How to Revolutionize Customer and Employee Engagement with Big Data and Gamification , to learn about how sales organizations are using gamification to motivate sales performance and modify seller behaviors among other things. CEB Sales Members—learn from your peers on how to leverage gamification in sales force training.
  • BUYER INSIGHTS  |  SUNDAY, NOVEMBER 11, 2012
    [Sales] When Sales Managers Become Micro-Managers
    Contrary to what you would expect the measure of greatness of a sales manager, is not the extent to which the organization is dependent on him, or her. Rather the greatness of a sales manager is reflected in the degree to which the sales organization runs smoothly regardless of the manager’s direct involvement.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 28, 2011
    [Sales] Sales and Marketing leader Jeff Ogden interviewed on INTREPID radio
    Over the past two weeks, I’ve had the pleasure to connect and work with sales and marketing leader  Jeff Ogden , and he was gracious enough to join me on Intrepid Radio. Quality  sales leads matter. If you wish to do  sales lead generation online , contact the  B2B lead generation experts at Find New Customers. Jeff Ogden.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JANUARY 12, 2012
    [Sales] 8 Ways to Increase Sales
    How a few shifts in your sales process can have a huge impact on sales revenue. yesterday on 12 ways to increase sales. The author Geoffrey James pointed out some of the most important things a salesperson or sales manager should do to increase sales in 2012. Prospecting Sales 2.0 Listening is key. It works!
  • DIGITAL BODY LANGUAGE  |  TUESDAY, SEPTEMBER 8, 2009
    [Sales] Relationship Sales and Today's New Buyer
    For years, the prevailing thinking in sales has been oriented around relationship sales. The access to information, which was once mainly managed by sales, is now open to all. So where does that leave the discipline of Sales?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 8, 2012
    [Sales] How to Hit Your Sales Target Every Time (The Ready, Aim, Fire Method)
    At that point, I started thinking about how similar archery is to sales. There are three fundamental keys to hitting your sales target every time. When IDC did a study of B2B buyers , only 16% said sales people were highly prepared for an initial meeting. true sales pro never assumes anything, especially in a competitive market.
  • LEAD VIEWS  |  FRIDAY, OCTOBER 29, 2010
    [Sales] Why are Sales and Marketing Usually Unaligned?
    Industry thought leaderswho will share their valuable insights on different aspects of B2b Marketing and Sales. At two different speaking engagements this month I asked the  audiences of marketers if they thought the lack of sales and  marketing alignment was the biggest obstacle in their company to  achieving significant revenue growth.
  • BUYER INSIGHTS  |  FRIDAY, MARCH 28, 2014
    [Sales] How Healthy Is Your Sales Organization?
    'Sales managers often think about the effectiveness of the sales team, sales strategy or sales process.  However, there is one vital ingredient of sales success that is generally overlooked.  That is the health of the sales organization.
  • THE POINT  |  FRIDAY, JANUARY 9, 2015
    [Sales] Steal This Technique for Your Next Sales Email
    was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency. B2B Marketing Cold Calling Copywriting Creative Demand Generation E-mail email marketing inside sales lead generation Offer Strategy Sales 2.0
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 7, 2014
    [Sales] Sales Planning for 2014
    'Sales Planning: Sales Leadership and Sales Execution. This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. The quarterly sales plan by salesperson must be much more tactical. Ken’s latest book is “Leading High Performance Sales Teams”.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 20, 2012
    [Sales] You Don’t Just Hire a Sales Team: you build it
    You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. This is an excerpt from my latest book: Your Sales Management Guru’s Guide to:  “Leading High Performance Sales Teams” )  . Create a sales-oriented culture.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 26, 2013
    [Sales] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
    Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Many prospects aren’t ready to talk to Sales early in their consideration.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 26, 2013
    [Sales] Building a Sales Pipeline
    'Tactical Sales 20/20 Marketing Plan. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Check out his latest book: “creating High Performance Sales Compensation Plans”. Sales Management Systems Build Your Pipeline for the 4 th Quarter.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 17, 2014
    [Sales] Put a Little Personality into Selling
    The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. During your sales process you will need to emphasize research. Sales Training 'Put a Little Personality into Selling.
  • SALES CHALLENGER  |  TUESDAY, JANUARY 21, 2014
    [Sales] Why Individuals No Longer Rule on Sales Teams
    Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. Even in sales, network performance now accounts for about 44% of the impact. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. No surprise there! This is only a content summary. Please click on the headline to read the full article.
  • FOLLOW THE LEAD  |  TUESDAY, DECEMBER 21, 2010
    [Sales] The Sweet Spot: three predictions for b2b sales in 2011
    Dan McDade, president-CEO of PointClear, a prospect development company, said the ongoing debate about sales and marketing alignment in 2011 will seem like Groundhog Day: the eerie feeling that we’ve seen this picture before.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JANUARY 27, 2012
    [Sales] The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?
    Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. Their organization’s firmographic details – such as revenue, marketing budget, sales cycle and size.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 31, 2012
    [Sales] 7 Ways Your Sales and Marketing Can Align
    When sales and marketing are on the same page, performance is better.  88% of best performing companies have aligned their sales and marketing teams. Here are some ways that leading companies are achieving sales and marketing alignment: 1. Sales will say they need better leads. How to do it? Ride Together. Plan Together.
  • MARKETING GENIUS BLOG  |  MONDAY, AUGUST 10, 2009
    [Sales] Ten Rules for Twitter Sales Effectiveness
    Check out his entire post or (better still) join him and leading Sales 2.0 Social Media practitioners as they share their latest Social Media sales effectiveness secrets (alliteration anyone?) at the upcoming Sales 2.0 Four: Do they know the difference between virtual sales effectiveness and a virtual time sinkhole?
  • MARKETING GENIUS BLOG  |  THURSDAY, MAY 20, 2010
    [Sales] Making Sales & Marketing More Social
    It used to be very clear where marketing ended and sales began: marketing’s goal was to get a prospect’s contact information, and sales would take it from there. Making Sales and Marketing More Social. Often, marketing departments don’t tell sales about the campaigns they’re planning. Tweet This!
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, JUNE 23, 2014
    [Sales] Dealing With the "Current Vendor" Sales Objection
    'Here''s a typical exchange between a prospect and a salesperson when this common sales objection is raised: Prospect: "We''re already working with xyz firm.". Sales Objections Seller: "Oh. How are they doing for you?". Prospect : "They''re okay.". Seller: "What will it take to get you to switch?". Prospect: "We''re not interested."
  • ANNUITAS  |  THURSDAY, JUNE 2, 2011
    [Sales] Alignment – It’s More Than Marketing and Sales
    David is one of the top thought leaders in Sales 2.0 During the roundtable, the discussion inevitably led to how marketing and sales alignment could be achieved.  After two years, and hundreds of thousands of dollars being spent on development, marketing, sales, the product life cycle was over.  Sales and Marketing Alignment
  • DIGITAL B2B MARKETING  |  SUNDAY, APRIL 22, 2012
    [Sales] B2B Sales and Marketing Integration
    Danny lined up a great set of provocative questions for the group on aligning B2B sales and marketing. As always, the #B2Bchat participants shared a range of perspectives from both sales and marketing experiences. Business #B2Bchat Alignment danny hanssel Marketing SalesFollow @B2B_chat for announcements of the topic each week.
  • B2B LEAD BLOG  |  TUESDAY, FEBRUARY 26, 2013
    [Sales] Sales Operations Instant Lead Routing Technology Advances
    A new tool, ReachForce SmartForms, is giving sales operations lead routing teams major speed and productivity gains. Getting inbound leads qualified and routed to the correct sales person can be a time consuming and productivity-reducing exercise – and slow response can contribute to lost opportunities. About ReachForce.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 9, 2015
    [Sales] How AG's Sales Development Managers Motivate Reps in February [Part 1]
    February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers. Jimmy Grieve - Incentives and Praise.
  • DIGITAL B2B MARKETING  |  WEDNESDAY, APRIL 11, 2012
    [Sales] Looking Beyond Sales and Marketing Alignment
    In many B2B marketing organizations, marketing is expected to deliver leads and sales is expected to close. In a world of perfect sales and marketing alignment, marketing and sales have a common definition of qualified leads, the number of leads needed, when leads should be delivered and how the handoff from marketing to sales will function.
  • ANNUITAS  |  TUESDAY, JUNE 3, 2014
    [Sales] Trying to Align with Sales? Marketing, You Are the Problem
    One of the more obvious standouts in the early data is the continual struggle of marketing and sales alignment.  Time and time again when I speak with clients, prospects and other organizations at conferences I am asked the same question: how can we get sales to buy into what we are doing?  Only 36.4%
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 14, 2014
    [Sales] Use Digital Content to Shorten the B2B Sales Cycle
    Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. What types of digital content shorten the B2B sales cycle?  Company and Product Reviews. Case Studies.
  • SALES CHALLENGER  |  MONDAY, JULY 22, 2013
    [Sales] Is Your Sales Process Hurting or Helping Reps?
    'In our last post from our series on Driving Sales Transformation , we discussed what sales organizations can do to allow reps to exercise judgment.  But, as we have previously argued , our research shows that activity-driven process adherence is standing in the way of reps adopting winning sales behaviors.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, APRIL 4, 2012
    [Sales] Why Sales Doesn’t Take Marketing’s Advice
    It’s a perennial complaint we hear from B2B marketers: “We did all this work to put together a great sales tool/piece of collateral/campaign, but Sales refuses to use it! In our research into Sales/Marketing alignment, we’ve noted two things: first, salespeople reject 80% of the tools Marketing creates for them.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 29, 2013
    [Sales] Define and Conquer: Tips to Improve Sales and Marketing Alignment
    'by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 15, 2012
    [Sales] Are You Walking a Sales Pipeline Tightrope?
    Unfortunately for some sales leaders, you might be watching several tightrope acts going on within your own organization. We are approaching the end of another quarter and it’s safe to assume many sales reps out there are navigating a narrow wire, in this case a thin B2B sales pipeline, to quota achievement. 
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 24, 2011
    [Sales] Sales Leadership: It’s time to gear up your recruiting!
    Sales Leadership: It’s time to gear up your recruiting!  . have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. Sales Leadership TrainingWhat should you do? Call them.
  • LEAD VIEWS  |  SATURDAY, MARCH 20, 2010
    [Sales] Why Sales is from Mars & Marketing from Venus???
    At the recent IDC Directions 2010 conference - there was a lot of buzz about the Sales and Marketing disconnect in organizations and one of the phrases that caught my attention was - 'Sales is from Mars and Marketing from Venus'. Thinking deeper on this I realized that, maybe the title of John Gray's.
  • B2BMARKETINGSMARTS  |  WEDNESDAY, JANUARY 25, 2012
    [Sales] B2B marketing and sales is still about people.
    B2B marketing and sales is still about people. Lead Handling and Nurturing Sales and Marketing B2B Marketing SalesPaul Mosenson, President of NuSpark Marketing, is a very handy colleague to have. As a content aficionado, he frequently forwards valuable B2B marketing info that I might miss seeing otherwise. The 202 pages in [.]
  • FOLLOW THE LEAD  |  THURSDAY, DECEMBER 23, 2010
    [Sales] Three chronic b2b sales problems and how to correct them in 2011
    Sales & Marketing “50 Influential People in Sales Lead Management in 2010” Sales Lead Management Association SLMAEarlier this week we focused on b2b 2011 predictions. Today we are looking at three chronic b2b problems. Remedy: Significantly improve [.].
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 16, 2011
    [Sales] When Sales and Marketing Collide – SMarketing
    One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads will generate two sales.”.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 21, 2013
    [Sales] How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More
    CEOs need to look at the economics of competitive market dialogue holistically, with Marketing and Sales working together to walk customers and prospects through the buying cycle as economically as possible. A (relatively) small technology investment will help sales and event professionals work smarter. Invest in working smarter.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, AUGUST 7, 2013
    [Sales] Sabotaging Industrial Marketing Hurts Sales
    Content Marketing Measurement & Tracking Sales Strategies Analytics industrial lead generation Industrial Marketing Industrial sales 'What is the real purpose of industrial marketing? One can come up with a list of at least half a dozen or more excellent goals. IMO, the single most important [.]. This is only a content summary.
  • FIFTH GEAR ANALYTICS  |  MONDAY, SEPTEMBER 20, 2010
    [Sales] Sales Enablement 101 – Getting Started.
    Simply put, Sales Enablement is about providing an organization’s sales force with the information needed to increase sales. Sales people need access to relevant information without having to open up a laptop, boot-up, sign in and spend a lot of time searching for the information they need.  Solidify a Sales Methodology.
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] The 4 Biggest Trends in Sales Org Structures
    Sales leaders face a similar dilemma today. Many realize their sales organizational structure is out-of-date and needs to be modified (or in some cases completely overhauled) to better meet customers’ needs, drive continued internal efficiencies, and stay competitive in the market. The Buzz Sales Org Structures
  • MARKETING ACTION  |  FRIDAY, DECEMBER 27, 2013
    [Sales] Inside Sales: The Rise of the Machines
    and then transfer the potential customer to a real person, who could close the sale.”. The post Inside Sales: The Rise of the Machines appeared first on Marketing Action Blog - Act-On. Sales sales But then she failed several other tests. When asked ‘What vegetable is found in tomato soup?’ What do YOU think?
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 22, 2012
    [Sales] E-commerce: An Important Channel for Industrial Sales
    I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. However, I have noticed a growing trend among industrial companies using e-commerce as their primary sales channel. Annual Sales: $1.5+ billion with no outside sales force. MRO distributor W.W. igus® Inc.
  • ACQUIRING MINDS  |  FRIDAY, MARCH 12, 2010
    [Sales] Has Sales 2.0 crossed the chasm?
    Have Sales 2.0 Sales 2.0 Tags: Sales 2.0 tools crossed the chasm to the stage of the early majority? Do these low risk, user-friendly tools accelerate the adoption of technology? Conference Technology innovation cloud computing Bluewolf Crossing the Chasm Geoffrey Moore
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 28, 2011
    [Sales] Top 12 Ways Sales Leverages the Internet
    It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. On average sales reps will spend 24.1% The important task of sales research.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 4, 2012
    [Sales] MindMatrix Adds Sales Support to Marketing Automation
    The company’s justification for this claim is that it adds sales-marketing alignment to standard marketing automation features. Flows can be shared with sales users, with some or all features locked down to prevent unauthorized changes. This is happening to some extent, but not as quickly as I had expected. MindMatrix is one of them.
  • FIFTH GEAR ANALYTICS  |  TUESDAY, OCTOBER 12, 2010
    [Sales] The 7 Features You Must Include in Your B2B Sales Playbook
    An effective B2B Sales Playbook can energize your sales team and make them more productive in closing new sales. The sales playbook is an important tool that Marketing often uses to provide invaluable marketing information and sales tips. Sales playbooks exist in many styles and forms. Keep it simple.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 1, 2010
    [Sales] Business & Sales Management Planning for 2011
    Business and Sales Management: Planning for 2011 what you need to do! Right now I am working with several clients on their sales compensation plans for 2011.   operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Several idea’s for our readers: . What did not go well?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 16, 2012
    [Sales] Sales Leadership: Creativity is Critical
    Sales Leadership:  Creativity is Critical. In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and the need for sales management to offer creative solutions to the many problems you face.  The good news is “creativity” can be learned and enhanced in everyone! 
  • SALES CHALLENGER  |  TUESDAY, AUGUST 28, 2012
    [Sales] Salesforce Chatter: Bringing Social to Sales
    This is the fifth post in our series on sales organizations’ emerging use of social media as a channel for shaping demand.). The Buzz CRM Sales Technology Social MediaBy Miranda Weigler and Erin Frager. Anyone in a company that uses Salesforce is acquainted with ‘Chatter’, the social function enabled by the CRM software.
  • BUSINESS GROWTH DEVELOPMENT  |  TUESDAY, AUGUST 21, 2012
    [Sales] Solution Selling For Customers With The Challenger Sale
    In answers to this The Challenger Sale presents new concepts (backed by research) which are very interesting and offer insight into the potential of solution selling that businesses are just beginning to realise. This is where this sales and marketing journey has all been leading too, especially so for the complex sale. Sales
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 19, 2011
    [Sales] Fix the Economy: Sales Leadership Must Be the Stimulus
    Fix the Economy:  Sale Leadership Must Be the Stimulus. am firmly convinced that the VP of Sales, Sales Director, or Sales Manager are the linchpins that drive the growth of any organization.  I have listed a few ideas to that will begin the Sales Leadership Stimulus program. By Ken Thoreson. Make this a fun time.
  • BUSINESS GROWTH DEVELOPMENT  |  TUESDAY, AUGUST 21, 2012
    [Sales] Solution Selling For Customers With The Challenger Sale
    In answers to this The Challenger Sale presents new concepts (backed by research) which are very interesting and offer insight into the potential of solution selling that businesses are just beginning to realise. This is where this sales and marketing journey has all been leading too, especially so for the complex sale. Sales
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 18, 2014
    [Sales] Sales and Marketing Plans Need to be Aligned
    'As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. The goal is to achieve effective alignment between what the marketing and sales teams are doing: driving to a common goal and reaching agreed-upon revenue targets. This means that sales reps will talk to 8.5
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Rebuilding a sales lead generation business after a crisis
    My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. Thank God, our sales pipeline is healthy again. Great job.
  • SALES CHALLENGER  |  TUESDAY, JUNE 25, 2013
    [Sales] Does Sales Have an Image Problem?
    'In our last post we explored the idea of looking outside of traditional sales talent pools to source a higher number of Challenger reps. candidates with no prior sales experience) presents new challenges for sales organizations. But, first and foremost, we must ask whether or not these people want to work in sales?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 15, 2012
    [Sales] Are Sales and Marketing Chatting Enough? [CHART]
    Collaboration between Sales and Marketing has never been accomplished simply by agreeing on lead criteria and definitions.  Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! Are Sales and Marketing Chatting Enough? Are you using social tools at your company? 
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 19, 2011
    [Sales] My review of Rainmaking Conversations – the great new sales book by John Doerr and Mike Schultz
    In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. How could a subject as well-documented as sales be given a fresh perspective? I have never heard a sales course talk about aspirations before.)
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JANUARY 15, 2013
    [Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
    Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. This is only a content summary.
  • LEAD VIEWS  |  THURSDAY, JULY 8, 2010
    [Sales] Why ‘Sales Ready’ is Important in Lead Generation Equation
    Ask Marketing folks what ’sales ready Leads’ really mean and you will find a smirk on their faces. Every marketing & sales guy has his own definition of what makes a Lead ’sales ready’ Perhaps this is the single most important factor contributing to the great sales & marketing divide.
  • SALES CHALLENGER  |  TUESDAY, OCTOBER 30, 2012
    [Sales] Why Short Sales Cycles are Overrated
    If you type “shorten the sales cycle” into Google you get over 200,000 hits with tips and tricks to get customers to close faster. But I will argue that a shorter sales cycle actually shouldn’t be your goal. realize this may cause your sales metric dashboard to implode, so let me explain. From contact to close in 2 weeks!”). 
  • SALES CHALLENGER  |  TUESDAY, AUGUST 21, 2012
    [Sales] Are Your Sales People in the Right Roles?
    In order to be most productive, sales people need to know what is expected of them in their role and what exactly they are going to be doing. As each competency was clearly defined and supported by a system for measurement, individuals were more accurately placed in the right job, improving overall sales productivity and performance.
  • WINDMILL NETWORKING  |  MONDAY, MARCH 9, 2015
    [Sales] Applying Content to the Social Sales Process
    You might also call this process your sales pipeline or […]. Craig has been in B2B sales since 1977 and during that time has served in a variety of positions including; sales manager, division sales manager, national sales manager, district manager, and as a business owner. Social Sales Craig Jamieson.
  • THE POINT  |  FRIDAY, FEBRUARY 6, 2015
    [Sales] 5 Sales Tips My Kids Learned from Watching Shark Tank
    But there’s another side of Shark Tank that I appreciate, and that is: it’s great sales training. As someone who’s attended a few sales training classes in my day, I have yelled advice at the TV a few times during the show (often along the lines of “TAKE THE DEAL FOR PETE’S SAKE”), much to my kids’ embarrassment. inside sales Sales 2.0
  • AVITAGE  |  WEDNESDAY, JUNE 11, 2014
    [Sales] For Sales Blogging and Social Selling – Think Like a Publisher
    Huffington Post, see Mike Kunkle’s excellent webinar) To fuel this content dependent activity, many are urging sales people to blog, and to become thought leaders. Lori Richardson, John Jantsch,  ITSMA) This is a logical extension from a belief that sales people must think more like marketers.
  • SOCIAL MARKETING FORUM  |  MONDAY, DECEMBER 13, 2010
    [Sales] Sales 2.0: Shortening Sales Cycles Means Focussing On The Social Buying Process
    Shortening the sales cycles is important because it leads to higher profit but also because sales cycles (certainly in B2B) appear to be longer than before. Research Sales B2B buying process George Silverman HubSpot OneSource Outsell Sales 2.0 sales cycles word-of-mouth
  • THE CRAP REPORT  |  FRIDAY, FEBRUARY 12, 2010
    [Sales] Greasing Marketing and Sales
    HubSpot’s blog featured a guest entry yesterday from Sales 2.0 CEO Nigel Edelshain, entitled “ What the Heck is Sales 2.0 (& Why Should I Care)? ”  Nigel, as I found out in the article, is the man who coined the term “Sales 2.0:”. Sales 2.0 is about sales people using Web 2.0
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 15, 2011
    [Sales] Do You Expect Your Inside Sales Team to Practice Alchemy?
    Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. Unless you want your inside sales professionals to be mere data entry clerks, test your lists! My team did.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, FEBRUARY 17, 2015
    [Sales] 10 simple tweaks to generate more sales through blogs
    We’re not supposed to expect sales though blogs, right? In fact, your blogging space is a very important sales opportunity because if people are finding you through search, these are high-potential leads. am NOT saying to be “sales-y” in the content of your blog. Well, sometimes it’s OK to sell.
  • GREAT B2B MARKETING  |  TUESDAY, SEPTEMBER 16, 2014
    [Sales] How to Use B2B Marketing to Propel Rapid Sales Growth
    Instead of a separate marketing and sales process, you need a combined revenue model to propel sales growth. I’ve written about this quite a bit, including a recent blog post on marketing and sales alignment. Rapid sales growth requires aggressive planning and execution. Drop the timid approach.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 16, 2013
    [Sales] The 4 As of Sales Enablement Content Success
    'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Brendan Cournoyer , Content Marketing Manager, at Brainshark , a leading sales enablement platform provider. Sales enablement is certainly a hot topic right now for B2B organizations. So how is sales enablement measured ? The question is: How?
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 9, 2013
    [Sales] 7 Keys to Lead Scoring Success in Sales Lead Generation
    This important need is why the sales lead generation company Find New Customers created the “7 Keys” series of content – simple and quick reads giving you great marketing tips to help you fill sales funnels. Only by combining both factors can you send truly qualified leads to sales. With lead scoring.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 18, 2012
    [Sales] Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment
    hope the answers will help you solve specific challenges in defining qualified leads, nurturing them, and aligning your sales and marketing teams. A: A qualified lead fulfills the ULD established by you and your sales team. qualified lead is ready to talk to Sales; an inquiry is not. Aligning marketing and sales teams.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MAY 7, 2013
    [Sales] 3 Ways Social Media can Boost Sales Success
    Facebook Lead Generation Lead Nurturing People Sales Social Business Intelligence Social Media Social Networking Strategy Thought Leadership Twitter. But a new RAIN Group report proves otherwise and shows that sales people that truly “connect” with buyers in this “always on” environment we live in to win more often.
  • HUBSPOT  |  THURSDAY, MARCH 6, 2014
    [Sales] Oracle Adopts an Inbound Approach With New Focus on Social Sales
    ” Earlier this month, however, Ad Age reported that Oracle was starting to adopt social selling by integrating social media into its sales process. Specifically, Oracle has started to encourage its employees to use Twitter to engage with prospects in meaningful, helpful dialogue during the sales process. Demonstrate Commitment.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 29, 2011
    [Sales] 7 Personality Traits of Top Salespeople – from Harvard Business Review
    The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting. With my background in sales, I relate to the personality traits that made me so successful in winning business. Sales Expert Jill Konrath. Modest salespeople work well on modern sales teams.
  • SALES CHALLENGER  |  MONDAY, OCTOBER 21, 2013
    [Sales] 5 Key Questions for Sales
    'We’ve just returned from the 2013 CEB Sales and Marketing Summit in Las Vegas (our annual conference of 600+ sales and marketing members), where we discussed, among other things, the next generation of commercial talent. Changing Nature of the Customer —it’s a fact: the days of the single decision-maker are over.  people.
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 24, 2012
    [Sales] Does Challenger Confuse Marketing with Sales?
    Some of the sharper criticism we’ve seen of the Challenger approach stems from observations that the guidance we offer confuses marketing with sales. The job of sales is to drive those leads through to conversion.  The best sales reps, it turns out, are just as good at marketing as they are at selling. spams” their network).
  • SALES CHALLENGER  |  TUESDAY, DECEMBER 11, 2012
    [Sales] The Last 5 Trends Every Sales Exec Should Know for 2013
    Early sales stages get an overhaul. Keeping in line with our research underlying the importance of teaching insights to customers, the sales process must evolve. Most organizations have a sales process oriented to identification of needs and alignment of solutions to those needs. Your customer becomes your biggest competition.
  • MARKETING LEADERSHIP COUNCIL   |  TUESDAY, DECEMBER 13, 2011
    [Sales] 10 Sales Trends for 2012
    (the following is a guest post from Nick Toman, head of the Sales Executive Council, our sister program for heads of sales. It originally appeared on their blog, T he Sales Challenger.). Customers increasingly don’t need Sales’ help or expertise. Leading sales organizations will find ways to shape customer demand.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 9, 2014
    [Sales] NON STOP SALES BOOM
    'NONSTOP SALES BOOM. Time for a new book review-that must be added to your sales library! My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. That chapter alone will begin to reset your view of the sales process.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, SEPTEMBER 7, 2012
    [Sales] The 4 Things I Never Want to Hear on a Sales Call
    by Melissa Madian | Tweet this I’m a sales person’s worst nightmare. It’s my job to research new selling techniques, dissect sales processes, and apply the techniques so our sales team can sell more, sell better and sell faster. So I’m sharing tips on what I never want to hear on a sales call.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 15, 2014
    [Sales] AMP UP Your Sales
    'Amp Up Your Sales. Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. By Andy Paul.
  • STORIES THAT SELL  |  TUESDAY, AUGUST 10, 2010
    [Sales] Customer References Trim the Sales Cycle
    Customer case studies pull major weight among your marketing and sales materials. References are so valuable that a strong one can actually shorten the sales cycle. Even more impressive is just how much references mean to buyers – so much that sales reps may be able to bypass other steps in the process.
  • SALES CHALLENGER  |  TUESDAY, NOVEMBER 15, 2011
    [Sales] The Secret to Professionalizing the Sales Force
    It’s a common refrain heard from both global Sales leaders and L&D professionals at the moment: Sales talent development efforts have been too ad hoc for too long, and it is time to seriously re-evaluate how we can best “professionalize” the sales organization in the face of a rapidly changing sales environment.
  • SALES CHALLENGER  |  MONDAY, DECEMBER 23, 2013
    [Sales] The Challenger Sale: Mindset or Method?
    The research looks at the recent and rapid evolution of the traditional sales model and what corporate sales teams must do to win in this new environment. One recent question addressed the implementation of the Challenger sales model and asked if Challenger selling is more of a philosophy than a process or methodology. here ). 
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JULY 6, 2010
    [Sales] Sales Puny? Need a Workout?
    Is your organization and your sales team suffering from: Puny Revenues?  It Maybe Time for a Sales Leadership Workout! A  one &  1/2 Day Regimen for Getting  Your Sales Organization in Shape   . Build a proactive approach to Sales Management 2.0 that creates predictive revenue and a self-managed sales team. 
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Sales] Digital Marketing Can Increase Industrial Sales
    Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 24, 2013
    [Sales] Drive Inbound Leads with B2B Marketing Sales Leads
    'B2B Marketing Sales Leads uses a simple “hub and spoke” approach to grow your marketing database with qualified sales leads. They are marketing qualified sales leads for you to nurture and score. The post Drive Inbound Leads with B2B Marketing Sales Leads appeared first on Fearless Competitor.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 23, 2012
    [Sales] 3 Reasons Why Sales and Marketing Don’t Agree on “Lead Generation”
    Marketing says “tomato”, and sales says, “Give me more leads.” Having served on both sides, I have a unique understanding of what goes on inside the head of a marketer and inside the head of a sales rep (*shudder!*) Sales is measured on hitting a revenue target. Metrics. And therein lies the disconnect.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, AUGUST 5, 2014
    [Sales] Smart Salespeople: Power Network Map
    During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. If you aren’t doing this now, make it part of your active sales activity planning session. for the first time sales manager. Are you?
  • THE EFFECTIVE MARKETER  |  TUESDAY, JUNE 26, 2012
    [Sales] How to Get Sales and Marketing on the Same Page
    Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills. This is a guest post by Brad Shorr. Work On It.
  • FOLLOW THE LEAD  |  THURSDAY, SEPTEMBER 23, 2010
    [Sales] Flip the sales funnel using social media
    Tags: Sales & Marketing Flipping the Funnel FreshNetworks Joseph Jaffe Simon Phillips
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 29, 2014
    [Sales] Sales Prospecting Perspectives' Top 10 Blog Posts in 2014
    Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. How to Write an Effective Sales Prospecting Email. Samantha Goldman’s post in January was the most popular post on Sales Prospecting Perspectives in 2014. 'Happy December 31, everyone! What are yours?
  • HUBSPOT  |  SATURDAY, FEBRUARY 28, 2015
    [Sales] 15 Expert Tips on Accelerating Your Sales
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
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